How Professional Services Firms Can Be Better Relationship Marketers

by Chris Ruzicka, Director of Business Development at Carmody MacDonald
April 12, 2018

How often do you hear “Our business is a relationship business?” In many industries, success is the result of strong relationships with clients, prospects, and outside strategic partners. Although I have seen various approaches used by professionals and their firms to succeed, those I would suggest are true “Relationship Marketers” typically exhibit the following traits:

  • Resourceful: They are a go-to-person and are consistently and quickly able to draw upon their strong network of resources for their clients and key referral contacts. They are problem solvers that make your day easier and more productive.
  • Habitually Top of Mind: They are routinely in touch with clients, prospects, referral sources, and those in their network even when a sales opportunity doesn’t seem to exist. When they reach out, Relationship Marketers provide value in the form of tips, tools, and pertinent information.
  • Genuine: They truly want you to succeed and are honest and open even when it doesn’t always benefit them directly. They don’t expect it to be a give-and-take relationship; rather, they are satisfied by others’ successes and they understand the long-term value.

People select professionals who have solid industry expertise, but a major deciding factor when they retain a professional is one who comes highly recommended from an individual with whom they trust, built by a strong relationship.

Professional services firms should not only embody these traits with their clients, prospects, and referral sources but also look for them in potential business partners since typically we hire an accountant, lawyer, insurance broker, or other professional for life.

About Carmody MacDonald P.C.
Carmody MacDonald P.C. is a St. Louis-based law firm focused on establishing close relationships with clients, serving as valued counselors, and providing exceptional service. Clients choose us because they are looking for practical, cost-effective solutions for complicated legal situations. With a team of 48 experienced attorneys, the firm’s size provides clients with a unique advantage by offering the value of a mid-sized firm but the depth of offerings of a larger firm.

This column is for informational purposes only. Nothing herein should be treated as legal advice or as creating an attorney-client relationship. Read our full Legal Disclaimer.